Posted by: Nike Shox Deliver | This spirt does not go out of style or become outdated, because people always need help. Looking forward to being a regular visitor. Learn more about selling and how it works. Isn’t the typical choice, “my way or the highway"? What we think doesn’t matter as much as what our customers think and what our customers expect from a salesperson. Sales is helping the buyer buy what they want. Sometimes it will include tables that provide more details, such as a bill of materials or detailed price lists. Scott Marker | I challenge sales managers at their next sales meeting to talk about sports. Having said this, some of the greatest leaders who have walked this earth were the most humble. The best way to sell is to not sell at all. Fortunately, sales can be learned and can be done without being smarmy or obnoxious. 08/12/2009 at 12:20 PM. « How to Fulfill Your Big Dreams of Sales Success in 2016 | If customers want to buy online, we need to offer that choice. As a salesperson, you'll be more comfortable with some selling styles than others, and you'll probably be more successful with sales as a result. Villa Group Great question and great feedback from everyone. 08/12/2009 at 12:38 PM. 08/12/2009 at 12:50 PM. The question I will leave you with is why do people put so much time learning and studying their favorite sports teams but will not put the same time and passion into learning and improving their own sales game? What I believe Selling is and the purpose of selling is to help people. 08/20/2009 at 02:12 PM. What we think selling means isn’t relevant. I fully agree. Don't lose the passion! Irina haydon | Thanks again Gerhard for helping me and others, always be thinking of ways to improve our ourselves and our game. Did anyone ever actually need a hula hoop? “Salesman with a dream” discount coach | They try to turn every salesperson into a ”mini me.” “Dress like me, act like me, speak like me, and close like me.” They often elevate their definition of selling into a higher level of philosophy that prevents awareness of reality and inhibits growth and professional development. if you sell something at cost, you sell it for the same amount that you spent when you made it or bought it. Selling is an art. Posted by: Once you reach the top of your profession, your customers will tell you that you are the best, and you will say, "I still have a lot to learn. Is there another way of looking at this? The sports mindset is a must to reach the top levels of the sales game. Co-Founder Jigsaw, Posted by: Posted by: Michael Pedone | Kevin Jessip | Selecting the right people to start with is about 90% of the success factor. Selling is finding needs that your product or service can impact, but then gaining agreement from a d.m. What Are Horizontal and Vertical Mergers? There is a huge difference between buying gas for your car and buying a car. Posted by: For example, if you're selling long-term care insurance, the potential buyer should understand the high costs of long-term care and the benefits of not having to worry about paying for those costs. In my vision selling really means "to provide value to your client in a way that he or she could perceive and capture". Larry Duckworth | Trying to develop a rock (no pejorative intended) seldom works. You blog is very different from other blogs. So what’s wrong with sales managers imposing their definition of selling on their salespeople? down adjective. From a simplistic standpoint selling could be defined as communication and collaboration - both internally and externally. Durham, New Hampshire 03824 We can’t freeze salespeople into a definition and expect them to warm up to a prospect. BCS, MX Selling is a transaction where a good or service is being exchanged for money. If you define selling as a science, then you will try to deploy more scientific tools to achieve greater sales. to me.. Buying a car, on the other hand, is often not an imminent need. 08/12/2009 at 12:51 PM. Of course underlying this needs to be an established level of trust between the seller and the buyer, which ideally is what happens if the initial stages of communication are handled well. You must very enjoy yourself in the writing world. I am amazed when I talk to fellow sales professionals about their favorite sport. Selling, This should have a lot of sales managers and sales professionals thinking or maybe not? Sales | Marketing | Media Relations, Posted by: Anytime you have to operate outside your primary selling style, you become uncomfortable and less efficient. If you're selling a product or service, you need to focus your selling efforts on communicating the benefits to the buyer. Posted by: If you are in doubt about what selling means, just ask your customers. Once they reach the point of agreement on the customer's issue to be solved then they can begin the collaboration process (still using good communication skills) with the customer to develop that solution. Selling is a science. In my "Primordial B2B Sales Management" ebook, based on my CSO to CEO(s) evolution over time, I review that there are four quadrants in that regard, each with very different skill sets involved for success. The dynamic of selling will continue to shift. 08/11/2009 at 07:34 AM, « How to Fulfill Your Big Dreams of Sales Success in 2016, 3 Sales Presentation Trends You Can't Afford to Ignore », Overcoming Three Common Mistakes in Virtual Selling, Trying to Call Higher? Selling is probably the most live and active phenomenon forever and ever transforming. If you sell fertilizer, you’ll tell people how great your fertilizer is and how much they need to buy it. Value on the other hand, exist in this context if you have a better solution for a 'key customer business issue' in comparison with his own solution or those provided by competitors. A relationship develops which lasts a life time. A complete business plan describes what you sell: either products, services, or both. Thank you for your shaving. Peter Cavallo | Lynn Johnson | For me "Selling" has always been about "Making a Difference"! I like it very much . Once you know your style, you’re likely to seek out sales positions that take advantage of your strengths and minimize your weaknesses. Catherine B. Blake Find= Consulting The question is… “Can they do the same thing to their own game which is sales?” What are their strengths and weakness? If you define selling as a science, then you will try to deploy more scientific tools to achieve greater sales. Let their sales team talk about football, baseball, golf or mixed martial arts and listen for the detail. Every techie out there thinks that there is a product that is so necessary that there doesn't need to be a salesperson to perform the translation. Posted by: Ashith Kunder | Posted by: | 3 Sales Presentation Trends You Can't Afford to Ignore ». Every salesguy knows that at least in the B2B world, this is false. 08/12/2009 at 12:48 PM. 08/12/2009 at 12:34 PM. Ask lots of questions, “What’s so good about your favorite team?” “Who is the star on the team?” “Who is their top competitor?” “What are your favorite team’s strengths?” “What are their weaknesses?” “What are the competitions strengths?” And on and on. Selling is crucial to business success but is often a task many dread. Here are some of the most common approaches: The approach you should use depends on your personality, industry, and customer. Susan Ward wrote about small businesses for The Balance Small Business for 18 years. What the sales manager thinks selling means isn’t helping anybody sell more. After all, they are the leaders and salespeople are their subordinates. ", Posted at 06:00 AM in Sales Management, Success | Permalink. Good post, especially related to the last part re B2B customers controlling how to be served. In each of the stages of sales, qualifying, prospecting, closing or, most importantly, retaining good customers. Most of them are as rigid as a camshaft. The buyer needs to understand how the product or service will satisfy a need or improve their lives. 08/12/2009 at 12:49 PM. Phil Lauterjung | Garth Moulton |